Business Development Manager, OEM

OTT HydroMet is a company dedicated to protecting the world’s water resources with connected monitoring solutions. The Business Development Manager, OEM is responsible for identifying, negotiating, and growing OEM partnerships, driving new business development, and managing the full commercial cycle to support strategic account growth.

Responsibilities:

• Own and grow strategic OEM and key account partnerships, building long-term relationships and deep understanding of customer applications, systems, and business strategies
• Drive new business development and prospecting, identifying, developing, and closing new OEM and strategic account opportunities
• Manage the full commercial cycle, including opportunity qualification, pricing strategy, negotiation of complex deals, discount structures, and contract execution
• Translate customer needs into technical and commercial solutions, working closely with Product Management and internal technical teams to shape offerings and ensure successful handoff
• Maintain and grow an existing revenue portfolio, balancing account management responsibilities with aggressive growth objectives
• Build, manage, and maintain accurate sales pipelines and forecasts, ensuring visibility into performance, bookings, and S&OP demand planning inputs
• Collaborate cross-functionally with Marketing, Operations, R&D/Product, and Aftermarket Services to ensure customer success and alignment on solution delivery
• Develop and present business cases to support customer-driven initiatives, investment decisions, and platform development priorities
• Deliver enablement and training to OEM partners and strategic customers to strengthen adoption and commercial alignment
• Engage with global customers through travel, trade shows, and on-site visits (domestic and international as required)
• Operate with a high level of autonomy and accountability, owning territory performance and driving results in a fast-paced, global environment

Requirements:

• Bachelor's degree (BS/BA) or equivalent combination of education and experience
• 7+ years of direct B2B sales and/or account management experience, with proven success managing and growing strategic accounts, ideally within technical or industrial environments
• Strong technical understanding of industrial or instrumentation environments
• Ability to negotiate complex deals, manage contracts, and assess commercial risk in high-value opportunities
• Experience managing and negotiating commercial agreements (e.g., pricing/discount tiers, volume pricing structures)
• Willingness to travel for customer visits, trade shows, and industry conferences (approximately 30–35% globally)
• Experience in analytical instrumentation (water monitoring strongly relevant)
• Familiarity with Salesforce or CRM tools
• Experience working with global customers or markets